Which principle suggests that people are more likely to say yes to those they like?

The principle that suggests people are more likely to say yes to those they like is the principle of Liking. This principle is rooted in the idea that personal relationships and positive connections can significantly influence decision-making processes. When an individual feels a sense of affinity or warmth toward another person, they are more inclined to agree to requests or suggestions made by that person.

This principle is widely recognized in psychology and social science, often supported by research showing that individuals are drawn to people who are similar to them, who express genuine interest, and who have a friendly demeanor. These social bonds can lead to increased trust and willingness to cooperate.

In contrast, the other principles mentioned—Scarcity, Reciprocity, and Authority—address different motivations for behavior. Scarcity relates to the perceived value of an opportunity, Reciprocity focuses on the obligation to return favors, and Authority speaks to the influence of perceived expertise or power in decision-making. While these are all valid concepts in understanding human behavior, they do not specifically address the impact of personal likability as effectively as the principle of Liking does.